Instructions: There are 7 set of questions for 100 points. Please submit the exam through Turnitin as there will be no extra time for submission. The Turnitin similarity level should not exceed 20% and marks will be deducted for late submission. You can delete the questions at the end and please make sure to submit the correct file.
You are expected to explain your reasoning and the concepts you use in your own words. Copying and pasting is not the goal of the final exam, nor is it the goal of this course.
Good luck!
1) How can you identify Directive behavior in customers? Explain with examples.
[Around 70 words; 10 points]
2) The theory of behavioral or communication-style bias is based upon a number
of underlying principles, explain the five principles with examples.
[Around 70 words; 10 points]
3) Most effective written proposals include five essential parts. List these and comment on what information is contained under each heading.
[Around 110 words; 10 points]
4) There is a new virtual communication application calls Stars developed by an Asian company (somewhat like Zoom). You are the new sales manager who represents the Vancouver branch office. Use your best knowledge from the course, explain to us how you plan to achieve target in the next six months.
[Around 110 words; 10 points]
5) Describe the reflective style with examples.
[Around 120 words; 20 points]
6) Describe how salespeople should approach the unique consultative buyer.
[Around 120 words; 20 points]
7) What is meant by quantifying the value proposition and the 3D Product Solutions Selling Model? Explain with examples.
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